Overview

"Join Michael Tuso as he guides sellers out of the antiquated world of ""one size fits all"" pitching and into a world that empowers buyers and sellers alike through problem-solving and system building. If you find the traditional methods of hard selling and forceful tactics to be outdated and exhausting, thenCrafting the Saleis the refreshing people-focused approach you need. Learn how to solve buyer problems, increase your sales numbers, and create impeccable sales and buying experiences. Buyers don't have to work with you; they choose to work with you-andCrafting the Saleshows you exactly how to get those buyers to engage, act, and convert. In this modern approach to selling, Tuso tosses aside canned sales pitches and instead shows how true success in sales stems from understanding others and problem-solving. Throughout, Tuso takes on old-school methodologies and shows how to equip sales teams with newer, more refined approaches to their craft, demonstrating how to: create space for the buyer, unlock the power of emotional connection, ask thoughtful questions that build trust, put the buyers' needs first instead of the product, save floundering customer relationships, craft messages that buyers actually want to read, prevent buyers from ghosting you, build the right habits to help you sell more sustainably, remain top of mind even when the buyer is not in the market, deploy the most up-to-date sales tactics to increase revenue, and much more. Crafting the Saleis the ultimate tool for anyone new to sales or looking to level-up their skills, improve their outcomes, and create lasting connections with customers. Salespeople can be successful by adapting to the changing dynamic between buyer and seller and providing experiences that benefit both sides. All it takes is genuine conversation, a problem-solving attitude, and a commitment to learning."

Full Product Details

9781954854024

Table of Contents

Reviews

“Every salesperson looking to improve their results, build an irreplaceable skill set, and make more money should read this book.” —Kris Rudeegraap, CEO and cofounder of Sendoso  “In a sea of sales books focused on either high-level advice or strict sales methodologies, Tuso strikes the right balance by providing real-life experiences for credibility and pairing them with practical cheat sheets any salesperson would benefit from as soon as they manage to put down his book. Since Crafting the Sale is written for the present-day salesperson, Tuso dedicates the final chapters to self-care tactics that help you avoid burnout and neglect of non-work priorities, a welcomed focus area for the current generation of salespeople.” —Udi Ledergor, chief evangelist at Gong  “Michael says, ‘Buying shouldn’t be painful’—and honestly the clarity of that thought was enough to keep me reading and wondering where he would take me next. Having ideas on modern selling is one thing; communicating them like a master storyteller is another. Much like old-school sales tactics need updating, so too do old-school textbook-style sales books. This is a book on sales that lets you in on the pulse of modern selling.” —Scott Leese, founder of Scott Leese Consulting, bestselling author of Addicted to the Process and More Than a Number  “Crafting the Sale is essential for adventurous salespeople aiming to reach their full potential in their sales careers.” —Elric Legloire, cofounder of SDR Game 

Author Information

Michael Tuso has hired, coached, and trained hundreds of salespeople and generated millions in revenue for businesses from startups to Fortune 500 companies. He has served in virtually every sales role there is, from entry-level all the way up to cofounder and CEO of his own startup, Callypso. Tuso has been named a two-time Top Sales Leader to Follow by the American Association of Inside Sales Professionals, the Best Sales Development Leader by Tenbound, a Top LinkedIn Sales Star by Sales Success Media, and a Top Sales Leader to Follow by Crunchbase. He is deeply passionate about spreading meaningful change to help businesses be more successful and help buyers get their problems solved. Tuso currently resides in Ashland, Oregon, with his partner. 

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